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About this book

Exploring the concept of win-win agreements, this book analyses how they pose an important challenge for entrepreneurs, managers and advisors involved in complex negotiations among firms. Providing an overview and discussion of existing literature, the author further develops a theoretical framework for analysing corporate negotiations, and illustrates how this can be implemented in real-life situations. This book presents an empirical case study from the automotive industry and analyses the negotiation between Fiat Chrysler in 2009, offering practical strategies for those involved in corporate negotiations. Presenting how win-win agreements can improve competitive advantage, this book will be an invaluable read for practitioners and scholars alike.

Table of Contents

Frontmatter

Chapter 1. A Theoretical Framework for Negotiation

Abstract
The Latin word negotium is the negation of otium and originally meant the nonexistence of leisure. Since ancient times, the term brought with it the recognition of an activity, and more properly of a work activity. There are many theories that have been studying the phenomenon of negotiations, and this chapter aims to provide an appropriate summary of those theories to serve a theoretical framework for the book. First, an attempt was made to provide an overview of the meaning of negotiation provided by the literature, and then review the main disciplinary areas approached to the study of negotiations, until reaching the theory of negotiations, to which the work refers to. Once the disciplinary fields of study and reference have been identified, starting from the general characteristics of the negotiations, the field has been narrowed down to the specific subject of the book, thus arriving at multilateral negotiations.
Andrea Caputo

Chapter 2. Multilateral Negotiations

Abstract
This chapter continues the analysis of the literature on negotiation set out in the first chapter. What is the effect of a third-party entry in a negotiation initially configured as bilateral-distributive? Can the entry of third parties bring multilateral negotiation from distributive to integrative? In which way? To answer these questions, it is necessary to deepen the study of multilateral negotiations: we will start from the presentation of the thought of Sebenius (Negotiation Analysis: A Characterization and Review. Management Science, 38(1), 18–38, 1992) that identifies the possibility of modifying the number of parties as a strategic aspect of negotiation, then moving on to the theoretical discussion of multilateral negotiations, together with the presentation of some models and analysis tools useful for the negotiators who face them.
Andrea Caputo

Chapter 3. Contextualizing Negotiation in Strategy

Abstract
This chapter provides a theoretical argumentation for the importance of negotiation as a strategic capability of a company in the process of achieving and sustaining a successful competitive advantage. The literature on negotiation and strategy is reviewed; also an interpretive framework, titled the strategy triangle, is presented to explain the characteristics of strategy-making in today’s competitive world.
Andrea Caputo

Chapter 4. Cooperation in the Automotive Industry Prior to the 2009 Fiat–Chrysler Agreement

Abstract
To contextualize the Fiat–Chrysler case study, it is important to analyze the automotive industry through the lenses of cooperation between companies. The chapter develops starting from the description of the automotive sector and continues through the analysis of structural problems that make it fragile in times of economic crisis, identifying the need for forms of cooperation between companies as a strategic lever for survival on the market. Therefore, from a theoretical point of view, cooperation is analyzed as a strategic path of the company in adapting to the external environment, then describing the recent cases of cooperation in the automotive sector.
Andrea Caputo

Chapter 5. Case Study: The Fiat–Chrysler Negotiation in 2009

Abstract
This chapter intends to take up the theory proposed in the previous chapters through the analysis of a real business case: the agreement between Fiat and Chrysler in 2009. The chapter is structured in three parts. Initially, we will describe the working methodologies, and through a review of the main methods of study in the field of negotiations, we will explain the choice of the business case as a research tool. Then we will proceed with the presentation of the case, describing the parts and the situation before the negotiation. Thereafter, we will proceed to the analysis of the case according to the theoretical interpretation key provided in the first few chapters.
Andrea Caputo

Chapter 6. Conclusions

Abstract
This book advances the knowledge about the investigation of corporate strategic negotiations. In particular, it does so by positioning the literature about negotiation theory into the strategic management literature, explaining the importance of negotiation for competitive advantage. The case study of the negotiation in 2009 between Fiat and Chrysler is presented and analyzed to provide evidence of how strategic corporate negotiations are conducted.
Andrea Caputo
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